Email drips can only nurture a lead for so long. The conversion process will always require your personal attention to reach out and contact the lead. Invest in an MSP marketing and sales automation software that will let you know which contacts are demonstrating the most interest and who should be contacted first. It should help you track your leads and prospect activity in real-time and provide you with real-time access to lead data on your mobile device. This is important for MSP business owners who are constantly on the go and are not always in front of their computers. By tracking prospect activity in real-time, you can pick up the phone and call them while you are not in the office.
Before you reach out to a prospect, have a goal in mind and complete a few minutes of research if possible. Search the company on the internet. Look at their website. Get a feel for what they do and look for clues on how you can start a conversation.
The best solution to getting in touch with your prospects and securing a meeting is to use the phone and email as a complement to one another. You should be following up at least 5 times with a phone call/email combination. Whether you choose email or the phone, your message should be concise and attention-grabbing with something that’s tailored to what they actually need.
In a few sentences, let a prospect know that you’ve done your homework, that you have something of value that can help with a problem he or she is facing, and that your intention is to not talk at them but rather, start a conversation with them.
Remember, There Are Other Ways to Connect With Prospects! There are several ways you can get into the peripheral vision of a prospect if he or she isn’t responding to your voicemails and emails. Interacting on social media also allows salespeople to build up little bits of rapport to nudge a prospect towards speaking with you. Set up a Linked In and Facebook account, and try to connect with your prospect and follow them on Twitter.
There is a whole slew of reasons why salespeople aren’t able to connect to prospects. Some prospects are eager to talk while some will never pick up the phone. Salespeople often give up too soon or blow their chances of connecting by not taking the right approach. Some salespeople also have a serious fear of rejection which makes it hard for them to pick up the phone over and over again. Regardless, it’s the salesperson’s responsibility to be pleasantly persistent with the right amount of prospects.
Turn your lead follow-up into a scalable, repeatable, successful process using our MSP marketing and sales playbooks that guide you through every step. We work with hundreds of MSPs, integrators, and VARs to make their marketing easy and effective by offering them all the tools, strategies, content, and marketing and sales support they need to pursue and close leads effectively. Please visit www.mspadvantageprogram.com to learn more.